The ICP finder
You will need A customer export from your CRM or sales tool
Attached is our customer list with: customer type or industry, size, how they found us, time to buy, revenue, how long they've stayed, and support tickets. Find the 2 to 3 groups with the best mix of high revenue, fast buying, and long loyalty. Describe what each group has in common. Then describe our "anti-ICP": customers who look great but cost us the most. Show the numbers behind every claim. [upload file]
Next move Show the result to sales and ask, “Do these match the customers you love?” Then point next quarter's targeting at the top group only.